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02/12/2024 · 5 min read
Long-term care insurance is the hardest sell in the business. Larry Nisenson cracked it with humor, narrative, and a deep understanding of why advisors avoid the conversation entirely. Part 1 of 2.
10/30/2023 · 6 min read
Great agencies aren't built by great salespeople — they're built by leaders who can replicate themselves. Brendan Keegan's mentorship framework shows you exactly how to do it.
10/25/2023 · 6 min read
Brendan Keegan runs one of the country's largest fleet companies and has a clear-eyed view of risk that most insurance agents never hear from the client side of the table.
10/18/2023 · 6 min read
Having clarity on who you serve is step one. Andy Neary's Part 2 deep-dive shows how to build the marketing infrastructure that turns that clarity into a steady stream of warm prospects.
10/16/2023 · 6 min read
Demographics tell you who your prospect is. Psychographics tell you why they buy. Insurance veteran Andy Neary explains why the second question is the one that changes everything.
10/09/2023 · 6 min read
When leads underperform, the first instinct is to blame the leads. But the real culprits are almost always internal — follow-up failures, poor CRM discipline, emotional detachment from the sale. Here's the full breakdown.
08/30/2023 · 5 min read
You don't need a massive marketing budget to build a consistent sales machine. Jason Feltman's cost-effective approach — daily lead buying, conversion optimization, systematic follow-up — compounds over time.
07/05/2023 · 5 min read
Part 3 of the P&C sales system series: the specific lead tracking tool every agent needs and the differentiation approach that turns your agency into something prospects remember.
07/03/2023 · 5 min read
Part 2 of Jason Feltman's sales system: the specific metrics, scorecards, and tracking tools that allow agency owners to coach producers from data rather than gut feel.
06/21/2023 · 5 min read
The six traits that separate exceptional insurance agency leaders from average ones aren't personality gifts — they're learnable behaviors. Attitude, empathy, work ethic, coachability, self-control, and energy.
05/24/2023 · 5 min read
Jason Feltman ran a multimillion-dollar sales team and extracted five lessons most managers learn too late. These aren't motivational platitudes — they're operational truths that change how you lead.
05/01/2023 · 5 min read
Internet leads are expensive and competitive. Most agencies convert under 20%. The blueprint to fix that isn't more leads — it's a faster, smarter follow-up process on the ones you already have.
04/05/2023 · 5 min read
The agents who win in the AI era won't be the ones who resist the technology — they'll be the ones who out-relationship it. Part 2 of Matt Sutika's conversation delivers the tactical roadmap.
04/03/2023 · 5 min read
AI is coming for the insurance industry. Matt Sutika — who sits at the intersection of technology and agency production — has a nuanced take on what it means for agents, and what the survivors will look like.
01/30/2023 · 5 min read
Constant sales agent turnover is draining your agency's time and money. The counterintuitive fix? More leads — not more headcount. Here's the math that changes how you think about staffing.
12/07/2022 · 5 min read
Every insurance agent has complained about lead quality. But the honest conversation — the one that actually helps — isn't about which leads are good. It's about what 'quality' actually means and who controls it.
12/05/2022 · 5 min read
Internet leads are a different animal than referrals or walk-ins, and most P&C agents are using the wrong approach. Here are the specific tactics that turn skeptical internet leads into issued policies.
11/23/2022 · 5 min read
Most insurance agents are buying leads wrong. Not the wrong source — the wrong way. The mistake is almost universal, the fix is straightforward, and the agents who make it are leaving significant revenue on the table.
09/26/2022 · 5 min read
The fourth lead mistake is the one that cancels out everything else you do right. It's a consistency failure — and fixing it costs nothing but discipline. Here's what it is and how to solve it for good.
09/12/2022 · 5 min read
Internet leads are one of the most powerful tools in an insurance agency's growth arsenal — and one of the easiest ways to burn money fast. These four mistakes are where the money disappears.